Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 1
Michael Nir [email protected]
Persuading the Bear How to Influence Without Authority
Presentation – PMI Milwaukee 2018 PDD
Michael Nir President Sapir Consulting
President @ Sapir Consulting US
As an Agile Leadership Expert and
Executive Coach, Michael’s initiatives
with one Fortune 100 company are:
• Saving over $12 million in program
costs
• Completion dates more than a year
ahead of schedule.
While focusing on the ‘right’ scope!
Michael Nir Influencing Art - getting our view across
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 2
Michael Nir [email protected]
Persuading the Bear? A Story of Influence
Conflicting Directions How To Influence a Bear
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 3
Michael Nir [email protected]
Don’t Eat Me
Bill or Lauren from Finance
So Similar to Our Situations…
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 4
Michael Nir [email protected]
The Story of Jack
To depict best practices for winning influence
without authority
To impart you with practical methods to
increase your personal influence power
Where do you need to influence when
you lack authority?
Discuss With The Person Next To You
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 5
Michael Nir [email protected]
What are strategies you use to influence
when you lack authority?
Discuss With A Person Across the Room
4 components of Influence without Authority
• Situation (Observe)
• Perception (Orient)
• Decision (Decide)
• Strategy (Act)
– US Air Force Colonel John Boyd OODA loops
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 6
Michael Nir [email protected]
Situation – Matrix Org
Situation – Observe
How do I understand the situation?
The way I see it
“Reality”
The way others see
it
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 7
Michael Nir [email protected]
How Much Can I Influence the Situation?
Trust
Ag
ree
me
nt
Allies Accomplices
Opponents Adversaries
Assess Trust and Agreement
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 8
Michael Nir [email protected]
Get that laptop
Brave volunteer
Worst experience of your life
Perception – Orient
What I believe in, how I perceive it, how I think that others
perceive it/me
• Create a persona – someone you dislike working with and
need to work with
• Once completed – write down 5 words that summarize the
persona communication and influencing style
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 9
Michael Nir [email protected]
People View From Different Perspectives
What is Important to You?
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 10
Michael Nir [email protected]
What do You Perceive is Important to Them?
How Does It Impact How
You’ll Influence Them?
Moving Away from Patterns
These 5 words!
• Emotional
• Pattern
• Projecting
• The You in them
Influence enabled when we move from these words
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 11
Michael Nir [email protected]
Increasing Freedom
• How we provide excuses for ourselves
• How we blame others
• Review the Persona – identify 3 ‘environmental excuses’
Decision – Decide
How much do I need to move away from my comfort zone,
from behaviors that I am comfortable with
Examples of Energy / Style / Behavior
• Push and Pull
• Which does the persona use
• Which do you use
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 12
Michael Nir [email protected]
Push Persuading
Proposing – “I propose …”, “I suggest …”, “It would be a good
idea if …”
Consider whether to use the active or the passive tense
depending on the seniority of those involved, i.e. passive
tense
“The circumstances suggest this is the better approach….”
Reasoning - “For the following two reasons…”
Push Asserting
What you like / want / need.
Explore the difference between the use of the three different
terms:
• “I would like you to do …”
• “I want you to do …”
• “I need you to do …”
Each have a different tonality – so consider how you use them,
e.g. “I need you to …” is quite strong, so use that less
frequently, when it is your intent to be strong.
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 13
Michael Nir [email protected]
Push Asserting
Explore use of “I”, use of pause for dramatic impact - most
people have the urge to fill a silence - and increase the
pressure to comply with the request.
Direct Feedback
• “I like the way ...”
• “I don’t like the way ...”
Push Asserting
Incentive
“If you do this, then I will …”
Consider that recognition of an individual and their importance
in the team can be a significant incentive.
Listening carefully so you establish their needs and find a way
to meet that need.
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 14
Michael Nir [email protected]
Push Asserting
Pressure
“I see you need xyz, so if you do this I will be able to give
you xyz”
“I need this to happen. If it does not happen, then x will be
the consequence …” (Pressure)
A very powerful form of this is consequence assertion. Where
you state consequences that will occur if something doesn’t
happen.
Always Consider Cultural Implications
Pull Involving
Encouraging
Use of people names if appropriate
General good open questions to get a group’s views; use of
names to get an individuals view, use of 3-step approach
• Tell Me
• Explain to me
• Describe to me
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 15
Michael Nir [email protected]
Pull Involving
Sharing Feelings
You can express feelings directly and when used appropriately
can be powerful, as they are often left unsaid.
Articulating your feelings can get people to respond well,
particularly if linked to gestures.
E.g. “I feel helpless” (said with hands open, palms facing the
individual) is a more submissive gesture that 9 times out of 10
will ensure the individual helps you! Clearly to be used
sparely, but can be effective in breaking a deadlock and
gaining a concession.
Pull Inspiring
Painting a picture
Use metaphors, stories, real life examples etc where you
cannot use a literal visual or paint a picture with words easily
Common interests
Summarize in particular words said with feeling as these often
give the best clue to the person’s real agenda.
- Repeat the last words…
- Summary of the idea in your own words
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 16
Michael Nir [email protected]
Pull Involving
Listening
Paraphrasing and reflection. Allow time for the
talker to adjust
what they have said in response you your
reflection.
Reduce – Withdrawing
Disengaging
Cup of tea, break, adjourning a disciplinary after hearing the
facts for 24 hours to take time to check them out
Opting out
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 17
Michael Nir [email protected]
Away from Comfort Zone
What words / phrases should I use?
Am I comfortable using them?
Can I combine the Push/Pull strategy with the Level of ‘enthusiasm’ barometer?
Can I combine the Push/Pull strategy with the specific group I am influencing?
Get that raise
Brave volunteer
Worst experience of your life
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 18
Michael Nir [email protected]
Strategy – Act
What strategies do I use
• With your team brainstorm strategies to
– Influence
– Say ‘NO’
• Be prepared to share
• Radical Influencing – volunteer with instructor
Process – Facts, Data
People – Needs, Values
Action – Objective
Idea – Concepts, Creativity
Directive
Res
po
ns
ive
High Assertiveness,
control, force
High Sensitivity,
feelings, relationship
Adapt Your Influence Style
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 19
Michael Nir [email protected]
Energy – moving with, empathetic
Actions – sharing, listening
Outcome – understanding
Key words – people, needs, sensitivity,
relationships, beliefs, co-operation,
team spirit
Cultures – Asia, Japan, social
professions, HR, health and education
Process – Facts, Data
People – Needs, Values
Action – Objective
Idea – Concepts, Creativity
Directive
Resp
on
siv
e
People Style – Building Understanding
Energy – moving together, inspiring
Actions – connecting, envisioning
Outcome – cooperation
Key words – concepts, innovation,
potential, creativity, possibilities
Cultures – France, R&D, project
leadership, younger generation (why are
we doing it, asking questions as a norm)
Process – Facts, Data
People – Needs, Values
Action – Objective
Idea – Concepts, Creativity
Directive
Resp
on
siv
e
Idea Style – Building Cooperation
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 20
Michael Nir [email protected]
Energy – moving at, debating
Actions – proposing, reasoning
Outcome – solution
Key words – facts, details, procedure,
observation, proof, planning, analysis
Cultures – central Europe, engineering,
accounting, oil and chemicals,
government, manufacturing, pharma
Process – Facts, Data
People – Needs, Values
Action – Objective
Idea – Concepts, Creativity
Directive
Resp
on
siv
e
Process Style – Building Solutions
Energy – moving against, bargaining
Actions – demanding, exchanging
Outcome – deal
Key words – results, objectives,
performance, deals, challenges,
decisions
Cultures – US, Australia, sales, retail,
consumer goods, senior managers
Process – Facts, Data
People – Needs, Values
Action – Objective
Idea – Concepts, Creativity
Directive
Resp
on
siv
e
Action Style – Building Deal
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 21
Michael Nir [email protected]
Agree the facts – Process
Work out what logic suggests – Process
Discuss the different possibilities –
Idea
Check out potential people's reactions – People
Recommend a course of action – Action
Influencing the Styles – the Z Model
How To Influence a Polar Bear?
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 22
Michael Nir [email protected]
Radical Influencing and NO
• Drive for empathy – create trust
• Mirror mirror on the wall – repeat words, use body language
• Label the feelings – call them out
• Summarize to get to a “that’s right”
• Use questions to uncover - “How am I supposed to do that”
• Use biases to your advantage
• Ignore; use ‘AND’, say that’s interesting, say I am curious to understand
Radical Influencing – Lab Practice
• Find a new partner to collaborate with;
• Offer a tough scenario from your work environment / social and
debrief your partner;
• Ask them to play the role of the person you’re going to influence (in
the real world);
• Practice the scenario – select one of the concepts from the pervious
slide – at least 4-5 minutes;
• Take a minute to write down how it was for you – share with the
partner and ask for feedback.
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 23
Michael Nir [email protected]
4 components of Influence without Authority
• Situation (Observe)
• Perception (Orient)
• Decision (Decide)
• Strategy (Act)
– US Air Force Colonel John Boyd OODA loops
The Agile PMO – great results NOW
• Workshop – Certification
• Coaching
• Video sessions
Next Steps
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 24
Michael Nir [email protected]
Connect with Michael LinkedIn
Place Yourself
Assertive
People
Responsive
Task
Persuading the Bear How to Influence Without Authority
Sapir Consulting US, Boston MA www.michaelnir.com 25
Michael Nir [email protected]
Influencing
INFLUENCING IS – The effect of one person or
thing on another and the power of a person to
have such an effect.
This is about someone or something swaying our
way of thinking through our behaviors, position,
etc,
Persuading
PERSUADING IS – To induce, urge or prevail upon
successfully. To cause to believe. To convince
through reason.
This is about our ability to convince others to our
way of thinking through our reasoning or
argument